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Photography Marketing and Selling Secret #16: What to say when someone asks you, after you present your fees to her: “What do I get for that?”
If Your Pockets Aren't As Full As You Wish - This Will Really Help!
How many times have you presented your prices to someone only to have her respond back to you by asking you, “Well, what do I get for that?”
If you’re like me, and most other photographers in the world, you’ve had that happen many, many times.
Well, after years of research and testing, I have discovered the very best way to respond to a prospect or client asking you that question – so she ends up HIRING YOU!
Here’s how it goes:
You tell a prospect what your fees are – preferably using the memorized “Volunteer Statement” of course.
Prospect says: “What do I get for that?”
Your response – said with great enthusiasm and passion: …… Read the rest of this entry »
Photography Marketing and Selling Secret Number 15 – How To Present Your Prices To Prospects In Your Studio.
There's A Lot Of Money To Be Made With Your Photography If You Use This Little Known Secret!
What if there were an easy way to present your portrait prices to your prospects and clients, in your studio, in person – in such a way that they were more likely to hire you and give you money today?
Well there is.
I call it the “Never Mentioned A Dimension Law.”
Here’s how it works:
Now, we know that the right side of the brain is the emotional side of the brain, and since we know that people invest in photography for EMOTIONAL reasons, then it makes sense that we want to do our best to keep our prospects on the right side of their brain as much as humanly possible.
Well, can you see where this is a challenge, when you’re trying to volunteer your prices in the form of numbers? Because numbers are left brain things -and if we mention numbers, she will go into the left brain logical side of her brain – and not make a buying decision today.
So by never mentioning a dimension, you are presenting your prices without actually …. Read the rest of this entry »
Photography Marketing And Selling Secret #14 – How To Present Your Prices On The Telephone
It's NOT The Price That Matters, It's How You Present The Price That Makes All The Difference!
Photography Marketing and Selling are very closely related and intertwined in your photography business. Unless you master them both – you fail.
But most photographers think that the PHOTOGRAPHY is the most important part of their business. But the fact of the matter is that if you suck at photography marketing and selling, then no matter how great your photography is, you will starve. Sad yes – but so true.
And one of the most important areas of your business is the telephone. And in the Western Hemisphere, how you handle the question of your prices is one of the most important areas of the telephone (and E-mail, too, but I’ll talk about that in a later article.)
First, two important Telephone Sales Laws:
Telephone Law #1: If you volunteer your prices before you are asked, it says two things: First …. Read the rest of this entry »
Photography Marketing & Selling Secret #13 – Always Have A Pre-Paid Creation Fee
Not Having A Pre-Paid Creation Fee For Your Portrait Services Is Exactly Like Burning Money - Huge Mistake!
Why is it so important to have a pre-paid, separate fee for you creating the photographs? The answer is that this way, you are charging for your extremely valuable TALENT & TIME.
One of the biggest mistakes I see photographers making around the world today is that they do not have a separate, prepaid “Creation Fee” for their portrait services. The problem with this is that it teaches the prospect/client right from the very beginning of the relationship that your time & talent has no value. And this perception, once put in the client’s mind, will influence all her decisions from that moment …. Read the rest of this entry »
Photography Marketing and Advertising Tip: A Powerful Free Tool Every Photographer Needs For Success
This simple "tool" will give you powerful info about your photo marketing!
Not keeping a few simple records of every original inquiry that comes into your photography business is like trying to sail a ship across the ocean without ANY navigational tools at all – not even a compass – you might end up somewhere, sure – but who knows where that will be? It certainly WON’T be where you wanted to go!
If you want more paying clients in your photography business, this “Marketing GPS Tool” is going to be extremely valuable to you – and it’s totally FREE to …… Read the rest of this entry »
Photography Marketing & Selling Secret #12 – Always Meet The Client/Prospect Ahead Of The Session
Here's One Of The All-Time Keys To My Photography Success
Trying to create meaningful, high quality photographs of someone without meeting them ahead of time and find out what they want, is like trying to drive your car without ever putting gas or oil in it. It’s just not going to work very well, or for very long!
If you will simply take the extra time to meet with your clients ahead of time, on a day that is NOT the day of the photography, you will find they will like you more, trust you, plus the photography will be much better, and your sales will…
Photography Marketing & Sales Secret #11: Never Post Your “Originals” Online For The Client To Order From.
There's A LOT Of Money To Be Made If You Don't Make This Mistake!
One of the biggest mistakes I see portrait photographers around the world making today is this: They put a huge amount of time & effort into creating the photographs – making them the best they can possibly be – and then they simply post the images online for the client to go there and place their order.
This is a tragedy! If you want to earn a great income without working yourself to death, you need to present the images to your clients in person – or have a well trained staff member do it for you!
One of the “rules” of my success is to spend at least as much time presenting & selling the photos as I have put into their creation in the first place. Why? Because that way I can be positively sure the client is investing in exactly what they really want – instead of Read the rest of this entry »
Photography Business VIDEO TIP – “Project, Project, Project! How To Sell More Wall Portraits – NOW!”
For more secrets, check out: ** http://cjlewis.com ** Want a great photography business tip – one that could mean more money in your pocket from each session than you ever thought possible? In this photography business video tip, I’ll talk to you about the best way on the planet to present your images to your clients to equal BIG photography sales.
CLICK HERE NOW For More Secrets:www.cjlewis.com/FreeSecrets.html
Photography Marketing VIDEO TIP – “The All-Important HEADLINE”
For more secrets, check out: ** http://cjlewis.com ** Here’s another marketing photography tip for you! Be sure that any photo marketing that you do utilizes this important principle. If you don’t, believe me, you are leaving a TON of money on the table, and letting photo customers walk away from you.
CLICK HERE NOW For More Secrets:www.cjlewis.com/FreeSecrets.html
Specific Examples Of Unique Factors For Wedding Photography
You Can Enjoy Great Photo Marketing & Sales Success If You Know & Use Your Unique Factors!
In previous posts, I have explained how important it is to have at least 10 “Unique Factors” for each product line you offer. Your Unique Factors help people make the decision as to why they should hire you, rather than some other photographer in the area. I also gave you some specific examples of our Unique Factors for Portrait Photography.
Now, let’s go over some specific examples of our Unique Factors for wedding photography.
First of all, obviously, some of the Unique Factors that you list for portraits will work just fine for wedding photography, also. So you can just copy those. But there are some that won’t apply, so you will need some new Read the rest of this entry »
